Introduction

I HAVE ALWAYS had an insatiable curiosity about the methods successful people use to reach the pinnacle of their industry. I am particularly interested in the financial services field, because this is where I have made my career. When I started in the business back in 1980, my goal was to create my own million-dollar practice, but I had absolutely no idea how to do it. I read all the literature at the time about how to be successful, but there didn’t seem to be any blueprint for me to follow. Even though I was motivated to succeed, I knew that the odds were against me: Only one percent of those who start in this business ever reach the million-dollar business level.

So began the long, challenging journey toward my goal. I spent ...

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